Location(s):

Kenya

City/Cities:

Nairobi

Travel Required:

00% - 25%

Relocation Provided:

No

Job Posting End Date:

March 19, 2026

Shift:

Job Description Summary:

ROLE: Director, Commercial Frontline

REPORTS TO: SENIOR DIRECTOR, CUSTOMER AND COMMERCIAL EXECUTION, ECAF

LOCATION: Nairobi

KEY WORKING PARAMETERS

The key Commercial Partner for the Franchise & Bottling System in the Franchise. Lead the integration of the Commercial Strategy & Levers into our End-to-End process, plans and strategies within the Franchise to deliver joint System Value. Being the key Commercial System protagonist and partner driving transformative strategic commercial thought leadership. Key partner with Marketing to ensure commercial integration into marketing plans.

Focus, Scope, & Impact:

Lead & drive the integrated Commercial agenda in the Franchise & Bottling system, ensuring End-to-End Integration.

Build & Develop the Commercial ABP for the Franchise, partnering together with Franchise & Bottler to build out the detailed support plans

Prioritize the Commercial Priorities by Quarter in the Franchise

Drive the right BBM model for the Franchise, ensuring the right pack architecture is in place, adapting based on market dynamics, leveraging the "on Demand Hub" to deliver impactful scenarios & solutions

Be the Commercial Thought Leader and Integrator for the Franchise, act as ‘The Right Hand’ person to the Franchise GM.

Recruit the right resources to address the identified priorities from the "On Demand Hub" (Affordability, Premium, Channel, RGM X, RTM & Digital)

Provide Commercial input and approval of all Marketing Campaigns & Picture of Success and ensure integration into the marketing plans & processes.

Provide commercial input in the various Commercial Strategies (ABC of Execution, Affordability, Premium) to ensure strategies and plans are right for the market.

Ke

Y SUCCESS PARAMETERS:

Deliverables

• Lead & Implement the Commercial Strategy for the market

• ABP.

• Drive the Commercial Agenda in the Franchise/Market

• Deliver prioritized commercial priorities by quarter & ensure the right resources are in place to have impact in the market end to end.

• Work closely with the Franchise to ensure business & commercial metrics are achieved.

• Leverage the Affordability, Premium & RGM X Team to tackle key business challenges & opportunities, to accelerate business growth & competitive dynamics

• Provide Commercial input and approval of all Marketing Campaigns & Picture of Success.

• Being the key Commercial System protagonist and partner driving transformative strategic commercial thought leadership.

Work Focus

• This role requires very solid System acumen and business dimensions - combined with the ability to collaborate and partner to deliver strong results in the marketplace. Highly developed leadership and influencing skills are a must to positively influence Operations, Customers and Bottlers

• To succeed, the role requires a strong combination of analytical and strategic thinking capabilities, strong Consumer- and Commercial understanding, as well as a hands-on mentality.

• The role will be wired closely in a networked approach with Senior Leaders and Operators in the Operating Units Customer & Commercial Leadership as well as our Customers and Bottling Partners.

• Ability to drive cross-functional support and cross-system alignment, not least leading and smoothly running execution alignment and collaboration to ensure that OU strategies are fully owned by General Managers

Communication Focus

• Communicate with internal stakeholders and key Customers and Bottling partners at Senior Levels

• Internal: Interfaces Customer & Commercial Leadership with Franchise Leadership at the markets at various levels of the organization

• System: Communication to support Franchise Leadership on Commercial & Customer Leadership strategies/capabilities alignment and implementation, Franchise & Bottling System strategic direction/ priorities and performance with Bottler senior leaders

• External: Communicating with senior leaders of major customers, key advisors and other stakeholders to progress and successfully deliver on key business development initiatives at the market

Experience:

• 10-12+ years of leadership experience in Commercial with strong skills in Commercial and Channel Strategy, Revenue growth management, Segmentation, Route to market, Negotiation etc.

• Proven track record of execution excellence

• Proven strategic and analytical skills as well as outstanding interpersonal, communication and influencing abilities.

• Desirable to have candidates with Bottling System/Franchise and/or Commercial experience.

KEY REQUIREMENTS

Mastery of(REQUIRED)

Broad expertise in(GOOD TO HAVE)

FRANCHISE LEADERSHIP

COMMERCIAL EXECUTION

Trade Marketing

CHANNEL STRATEGY

KEY ACCOUNTS MANAGEMENT:

CAPABILITIES

SYSTEM & CUSTOMER ECONOMICS:

Skills:

Brand Management, Category Management, Communication, Competitor Analysis, Digital Marketing, Finance Strategy, Financial Forecasting, Integrated Marketing, Key Performance Indicators (KPI), Leadership, Marketing Campaigns, Marketing Strategies, Media Planning, Microsoft Office, People Management, Price Management, Product Roadmapping, Promotional Strategies, Sales Analysis, Search Engine Marketing (SEM), Search Engine Optimization (SEO), Teamwork, User Experience Analysis

Our Purpose and Growth Culture:

We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.